The Undifferentiated Selling Approach Is Used by the Salesperson When

question 114

Multiple Choice

The undifferentiated selling approach is used by the salesperson when:

• A) accounts in a market are similar.
• B) customers are primarily heterogeneous.
• C) the product line is varied with unique uses.
• D) major distinctions exist in a geographic region.
• E) accounts have different needs and characteristics.

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Definitions:

Noncash Gift-Giving

The act of giving gifts that are not in the form of money or monetary value, often personal or symbolic.

Marginal Utility

The increased utility or satisfaction derived by a buyer from the consumption of one extra unit of a good or service.

Income Effect

The fluctuation in income for either an individual or the economy and its influence on the demand levels for certain goods or services.

Substitution Effect

The economic principle that as prices rise, consumers will replace more expensive items with less costly alternatives.